Keller Center Research Report

March 2010 (Vol. 3, Iss. 1)

Wait...I'll Do My Prospecting Right After I...

George Dudley, Trelitha Bryant, and Jeff Tanner, PhDWhy do people go into sales? To make money. That’s no secret. It fits the stereotype. But, that doesn’t make it wrong or improper. One of the most common motivators for...Keywords:Lead Generation(READ THIS ARTICLE)

Building Blocks of Trust

John Andy Wood, PhD, James S. Boles, PhD, Wesley Johnston, PhD, and Danny Bellenger, PhDAgents are often advised, encouraged, and even admonished to gain the trust of the seller, the buyer, or both. This advice is based on a wealth of research that shows...Keywords:Customer Relations(READ THIS ARTICLE)

The Necessary Conditions to Achieve Personal Selling Success

Charles Fifield, Senior Lecturer and Baylor Sales CoachBeing an agent and having a career involving personal selling is essentially a for-profit business enterprise. Therefore, the basic goal of personal selling is to make money, net...Keywords:Management(READ THIS ARTICLE)

INSIDER: Managing Conflict in the Buyer-Seller Relationship

Drew Johns, MBA CandidateApproximately one in every six hours of a salesperson's or agent's time is spent dealing with conflict (Bradford and Weitz 2009, p. 35). The difference between losing a client...Keywords:Customer Relations, Insider(READ THIS ARTICLE)